How to Begin, What to Expect

We spoke recently about ways to work together. 

There are three approaches we use and have delivered super-sized results over 10+ years of Deep Tech global venturing:

  • International GTM & Product Validation for Non-local Markets (50k euro for 20 weeks)

  • Expansion Protocol to Add Team Capacity and Prepare for Next Funding Round (Options: 4.5k euro, 9k or 15k p/m)

  • Go at Your Own Pace - Team coaching to address pressing topics & full access to the GTM & AI Talent Resource Center (1k Euro p/m) 

  • Special Offers

    • e.g. 1, Video distribution & C-level micro-event (15k euro for 8 weeks)

    • e.g., 2 US summer proxy roadshow (7.5 to 10k + fractional travel costs over 6 weeks)

This approach is a silver bullet if you are:

  • A C-level/VP at a Series A to D+, and want to know how 250+ B2B firms positioned for the next international million ARR (or failed)? 

  • A VC funding B2B companies and consider international GTM development a lynchpin to your portfolio's success? 

  • Believe a well-scripted video codifying your knowledge could increase the effectiveness of your growth team? 

Make a great investment in shareholder value.  Opt out with one month notice for any reason.

Most Common Approach

International GTM Development & Assessment (5-6 months)

Typical execution: 

  • Validate international product-market fit w strategic segments
  • Engage up to three segments and two geographies for clients or talent
  • Establish contact at senior level with the best companies
  • First three milestones focus on GTM development discovery - revalidating assumptions re: product focus
    • Milestone 1 - GTM readiness assessment based on what is provided 
    • Milestone 2 - GTM assumptions feedback direct from the market
    • Milestone 3 - GTM campaign playbook, raw notes and outreach for up to 3 industries
    • Management team workshop to review
  • Last two milestones focus on mass outreach, codifying growth playbook,
    • Milestone 4 - Create video scripts, micro-gathering with C-levels (optional), global distribution to top 200
    • Milestone 5 - Growth playbook, sales team onboarding tools, gaps and future actions
  • Lay groundwork for big deals with strategic clients (e.g., Disney Interactive, Fidelity, United Airlines, BofA) 
  • Get fit to scale, value pack for an exit or funding round (e.g., 30% increase in pre-money value during next round) 
  • Access to online GTM and AI Talent Resource Center with 100+ videos, tools & pre-screened AI service partners

Cost: 50k package base + % of wins  

Result: Capital efficient GTM, shorter sales cycles, bigger contracts, easier for growth team

ROI: 20:1 value to cost ratio

Duration: 5-6 months

#

Approach 2 - Expansion Protocol

Expansion protocol is the next step after a GTM Development project is complete, based on whether management believes there is an opportunity or sees the company needs to address team or talent gaps.

Typical execution: 

  • Can be switched on and off easily to grow in bursts, making it low risk and high impact
  • Create working funnels for the growth team and technical talent
  • Unlock sales agents, use success-based referral contracts, add growth team capacity
  • Replicate for inbound what worked for outbound during GTM Development 
  • Retargeting / Remarketing and Email marketing automation
  • Partner mastery for channels and data science service partners

Three levels of intensity:

  • Sales Team Mastery with growth playbooks, automation, campaign basic funnel support
  • Talent development continues, including creating a talent funnel for recruiting, training the growth and technical teams
  • Both

Cases: Q-go (NLP exit 35m, 1.5b), azeti (exit), Hippo (ML segmentation exit). 50:1 returns via strategic revenue, tactics, tools.

Result: Land major accounts, access Deep Tech talent, do it in a capital efficient manner

High 50:1 value to cost ratio

Impact on your team: <15% CPO/Head Products, <10% CEO, <15% CCO/Head Sales or Marketing. Three 90-minute Interviews in first month. Effort by existing team: <15% Low to medium.

Duration: 6 to 18 months

#

Approach 3 - Go at Your Own Pace

Advise you on the most pressing issues you face for US or EMEA GTM Development. If you are a portfolio company of a VC partner, this is provided at no cost. 

Typical execution: 

  • Monthly advisory for International GTM & AI Talent Development
  • Full Access to GTM and AI Talent Resource Center (100+ video, instruction collateral & AI service providers)
  • Access to ten year US-EMEA-Asia Growth 2.0 community
  • Access Grow with AI micro-gatherings - Next: Rotterdam 15 September, Amsterdam November, Oxford/Cambridge/Stuttgart 1H 2023
  • Try out AI services and SaaS tools that improve growth along all touchpoints 
  • Uncover hidden data to create more insight and automation for your global team
  • Groundwork for Growth team hiring and AI Talent recruiting marketplace 
  • Introductions via affinity network and discovery with specific vendors, specialists and investors

Cost: 1k p/m + % revenue 

ROI: 10:1 value to cost ratio

During an economic downturn, capital efficiency is important. Our Telescoping approach gets the customer & talent funnels dialed to beat the competition using more capital efficient and validated approach for international markets.

What makes this unique?

  • Works seamless with VCs as a international GTM value add and portfolio company operations and development plans
  • Cross-border GTM and Talent expertise for intra-European and US-Europe such as the Polish, Czech, Baltic, DACH, Benelux, US and Japanese markets
  • 10+ years building a corporate and investor community for B2B, AI, Deep Tech in US-EMEA  

 

 

#

Special Offers

Each summer we offer a 6 week US roadshow, where on behalf of the company, we target and meet a set of potential clients, partners or exit buyers in the US. We synthesize the insights into specific recommendations for the content roadmap, positioning and GTM strategy. 

Two to three times per year, we offer 10 week Video Distribution projects with C-level micro-gatherings on topics like:

  • Grow with AI & Deep Tech
    • 15 September, Rotterdam with 25 C-levels from major Logistics and Retail/eCommerce companies
    • Co-hosted by Holland Distribution Council & Women in AI
    • Theme: Smart Operations: Logistics, Supply Chain, Manufacturing, Circularity
  • Grow with AI & Deep Tech
    • November, Amsterdam with 25 Execs from Tech Unicorns and Big Tech
    • Co-hosted by Ivy League Circle, Amsterdam American Business Club & Netherland America Foundation
    • Theme: Cross-border Talents and Application Companies
  • Grow with AI & Deep Tech
    • 1H 2023, Oxford/Cambridge
    • Co-hosted by RiOS
    • Theme: New Business Models & Island/Coastal Challenges

These projects result in a well scripted 10 to 20 minute video that covers the Why, What and How of your solution. This video is shared at a physical event with C-levels from your market and is then distributed globally to VPs and C-levels at 100 Wishlist companies. 

What makes this unique?

  • Track record in AI and Deep Tech of 30+ GTM Development Discovery projects
  • Thought Leadership: Global Venture Forum and Grow with AI with more than 200 showcased companies since 2013
  • 200+ B2B company patterns doing international GTM development with companies like Adyen, Shazam, Swiftkey, Blockchain, Synerise. Adapts tactics, tools and networks for smart growth to your situation
#

Market Development Discovery

Phase 1 Deliverables

1) Typical Deliverables - Phase 1

  • Recommendations on GTM and Product positioning
  • Marketing feedback for content roadmap, website, video analytics, blogs and landing pages
  • Growth tech stack, workflow and augmenting the team
  • Good Roads map for revenue, distribution and acquisition
  • AI strategy and team/talent workflow
  • Discovery Qs and SWOT for product, content roadmap, use cases, competitors
  • Market Development Discovery Mini-Workshop - Scope was ABC -- We did ABC and ROI was XYZ
  • Thought Leadership: Showcase at Growth 2.0 Lab. Session attendees from Growth 2.0 Lab

2) Ecosystem Heatmap for Segments in US & EMEA 

  • Industry networks - Access networks of networks like Execs from 10 Labs (every year since 2013) and Berkeley or Ivy League
  • Partner networks - Map out partner segments, outreach, engage, enable (e.g., Cisco, Accenture, Razorfish)
  • Acquisition networks - Map out future acquisition segments, understand product roadmap implications and how to add value early
  • Peer networks - Meet and discuss challenges with other AI and ML entrepreneurs, industry experts, advisors
  • Investor networks - Unlimited networking with the Corporate VC Club Tech Tour Execs & Investors anytime in 2021 

3) 6-month controlled process for learning in new markets

  • Month 0 - Start-project - Identify companies, review existing touchpoints, define segments in geography X, industry Y, role Z
  • Month 2.5 - Checkpoint-project - Engage Execs w Discovery Qs, 2ndary market research 
  • Month 4 - Checkpoint-project - Collateral shared, insights gathered & Readiness Report
  • Month 6 - End-project - Tactics, tools, networks. Phase 1 re-freeze practices; Phase 2 un-freeze
  • Month 7+ - Laser focus on Increasing compounded growth rate, minimum 40-50% y/y growth (depending on mgmt goal)

Founding Partner

Apr 14, 2021

shutterstock_755204473.jpg

Market Development-As-a-Service

Managed Services

1) Market Development-as-a-Service

  • MDAS outbound - Segment feedback thru discovery meetings with specific companies in important geography. Use AB testing approach to new markets. Flagship client acquisition in a geography or segment
  • MDAS inbound - Review all touchpoints from Exec pov. Fill content gaps for Execs in new geographies
  • MDAS partnerships - Identify, engage and enable
  • AI strategy and product differentiation - feedback & diversification roadmap options. AIML strategy, product development roadmap
  • Growth stack - Use of Machine Learning for lead gen, with both inbound & outbound power. Recommend & train on growth stack for team adoption of best approach to smart growth.
  • Growth workflow - Define BDR, AE, marketing blueprint, budgets, practices including inside sales team (contractors or hires)
    Outreach to relevant investors, power evangelists, advisors, board members

2) Thought Leadership activities

  • Growth 2.0 Labs & video distribution for thought leadership with Peer, Industry and Partner network
  • Top Enterprises from Corporate Club - Engage your industry segment in new market/geo as a Thought Leader
  • Ecosystem Heatmaps - Ecosystem assessment, strategic partner acquisition & enablement
  • Growth Execution - "Unfreeze" and "Refreeze" tactics, process and toolsets
  • Machine Learning Leadership - Assess Product-market fit, positioning & differentiation in a market.
  • Fresh eyes on Marketing Content - Identify gaps in content marketing for Digital Execs different geographies

3) Advisory activities 

  • Growth stack, workflow & team roadmap - Review and recommendations on Growth 2.0 tools/techniques/services 
  • Outward Facing - Positioning & 'review' of touchpoints like website, social channels, data sheets, pitch decks, marketing materials, partner agreements
  • Internal Ops - Content roadmaps, Sales plans, proformas, financials, term sheets, contracts
  • Add-on Roles - Marketing PR, BDR, Market Intelligence, AI Product Strategy
  • CXO/VP Coach - Mission, vision and goals for individuals & teams. 30-60-90 day plan coaching. 18 month global leadership coaching.
     

Founding Partner

Mar 9, 2021

shutterstock_429387223.jpg

Return on Investment

Cases and Levers

1) Compounded growth 

Multiples (10x) valuation on revenue acquired. Establish as a global category leader.

  • Case example: Rightnow Technologies 50%+ growth y/y  <18 ms - e.g., add NLP to portfolio for 2nd fastest growing company in US.

2) General ROI 

Deliver 20:1 ROI. Can uplevel growth by 5% to 15% in Year 1 - measured in revenue, effectiveness.

  • Case example 1: Q-go <6 months - e.g., 500k ARR strategic revenues in five months or done 50 accounts  
  • Case example 2: Azeti <9 months - e.g., Strategic partnership which trigger fundraising, and eventual exit
  • Case example 2: Hippo (acq. Bloomreach) <18 ms - e.g., manage big brands

3) Functional ROI 

Each department KPIs for their functional goals.

Shareholder and Investor ROI

  • More negotiating power with future investors
  • More value to existing shareholders
  • Set of exit options, fitness for next funding round 

Marketing ROI

  • Higher impact campaigns. Relevant content
  • Enable new patterns for inbound/outbound
  • Tune touchpoints to (website, landing pages, social channels, content plan, decks, data sheets, demos, videos, etc)

BD and Sales ROI 

  • Growth deal sizes
  • Win strategic clients
  • Shorter cycles. Improved positioning 

Product ROI

  • Validates product-market fit with most important segments
  • Product differentiation, towards revenue and acquisition segments
  • Thought leadership (speaking, videos, blogs, whitepapers, case studies)

Management Team & Recruitment

  • Clarity the global opportunity with minimal effort
  • Teams and new talent use better roads to grow
  • Shareholders double or triple future worth

 

Founding Partner

Feb 10, 2021

More About Us

Who We Are: Global Venture Advisors has been doing B2B growth since 2013. We have 10+ years analyzing patterns growth leaders use to create shareholder value. Our Founding Partner has been doing SaaS enterprise since 2000, when he co-founded & led products at aravo.com.

What We Do: Accelerate growth in EMEA, US & Asia with Market Development advisory & As-a-Service (MDAS). We have done 25+ such engagements with AI application companies including European, US and Japanese companies in the 20 to 2,000 emp range.

Global Venture Advisors (GVA) was started in 2013 to help tech firms grow revenues in strategic markets. GVA does year-round Market Discovery & Market Development-As-a-Service (MDAS) with elite entrepreneurs. Speciality is in AI applications, ML platforms & SaaS/IoT data services. 

Why We Do It:  Growth strategies are critical for entrepreneurs today. Challenge facing entrepreneurs: since 2014 the success rates of growth teams has decreased nearly four fold -- as Executives on both sides are overwhelmed by automation and the "noise" in market. Pandemic has increased reliance on remote sales and marketing - and companies are more disconnected than ever. In addition, GDPR laws in Europe and increasingly in US like California and a dozen states following their lead. B2B companies that invest properly in their growth, to remove barriers to growth before their team hits them, will be the winners.

How We Do It: We focus on market development execution and advisory using enterprise market patterns. 

What Is the Benefit: Tech firms that can develop a well managed growth engine and global product-market fit see a 10:1 valuation boost vs. strategic revenue. Even smaller companies start to combine human knowledge and networks, with Machine Learning as a differentiator for the business (Cognism, Teradata, Algolytics good examples from the 10th Growth 2.0 Lab last month). 

Past Clients and Cases: see Cases